Target level of study
Bachelor's degree
ECTS
180 credits
Duration
1 year
Training structure
School of Pharmacy
Presentation
This one-year diploma course aims to train future representatives in the promotion of medicines and other health products (medical devices, cosmetics, dietary supplements, veterinary products, dental care products, etc.) with a good general scientific, medical, and pharmaceutical background. Their mission will be to provide scientific and medical information to healthcare professionals. They will ensure the proper use of medicines and healthcare products in accordance with the principles of professional ethics and optimization of healthcare spending with a view to promoting the company's image.
100%
Success rate
The advantages of the training program
Objectives
The training program enables participants to acquire the following skills:
- Scientific and medical knowledge (anatomy, physiology, pathology, therapeutics) to inform and respond to questions from healthcare professionals and to assess their needs.
- Knowledge and mastery of regulations relating to medicines and health products to support the prescription of medicines and health products and their proper use in accordance with the principles of professional ethics and optimization of healthcare spending.
- Knowledge and mastery of argumentation techniques relating to health products and services within the framework of company guidelines.
- Ability to adapt communication and respond appropriately to the concerns of healthcare professionals.
- Knowledge and mastery of computerized management tools used in the sector and for information processing.
- Mastery of methods for gathering and processing product information from documentation and training sessions to prepare for interventions.
- Ability to analyze and monitor activity in a sector in line with the company's strategy.
- Ability to plan and organize one's work as part of a team.
Know-how and skills
Upon completion of the training, the candidate will be able to:
- Present health products to customers and healthcare professionals (pharmacies, drugstores, hospitals, medical practices, institutes, etc.).
- Inform healthcare professionals or customers about the properties and indications of health products by drawing on scientific knowledge to ensure the proper use of the health product.
- Promote the proper use of health products, drawing on knowledge of how the healthcare system and its stakeholders work, as well as the legal framework for health products.
- Identify needs and tailor the message to healthcare professionals or customers, and communicate using communication, negotiation, and sales techniques.
- Promote a health product to a diverse audience (healthcare professionals, the public) while taking regulations into account and using communication, negotiation, and sales tools and techniques.
- Collect adverse effects related to the use of health products and report them to manufacturers and the company's vigilance department.
- Integrate into the company or work group by mastering the company's organization and labor legislation.
- Plan your activity as part of a team and respect the objectives set by the company.
- Use tools for analyzing and evaluating activities in order to meet the objectives set by the company.
- Prepare and submit activity reports to management.
- Update your knowledge through continuing education organized by the company and through self-study.
- Communicate orally and in writing, clearly and unambiguously, in French and in a foreign language, particularly on technical aspects related to health products.
Organization
Special facilities
The program has a classroom reserved exclusively for teaching the Professional Bachelor's Degree. This room has the following teaching equipment:
- a Wi-Fi hotspot (Internet access),
- a mobile videoconferencing system on a cart with secure IP code (professional presentations and remote oral defenses for internship validation),
- 4 laptop PCs for students' personal research,
- 10 HP tablets (reserved for mastering specific software used by medical information representatives to manage their activities in the field and for e-learning),
- 2 video projectors and 2 overhead projectors.
Program
The program is full-time and runs for two semesters from early September to late March. From early April to late September, students work in a company (professional internship period).
The program is structured into 10 teaching units (UEs) spread over two semesters. The total volume of the common core of skills is 60 ECTS credits spread over two semesters: 43 ECTS credits for courses (lectures, tutorials, and professional scenarios), 5 ECTS credits for a supervised project, and 12 ECTS credits for an internship.
The Teaching Units studied:
SEMESTER 1
Block 1 Scientific and medical knowledge skills
- EU: Fundamental Biology - Molecular Biology and Genetics (3ECTS):
- Fundamental biology (Molecules of life and their function - Cell cycle - Cellular structures - Receptors and mediators - Basics of cell function).
- Molecular biology and genetics (application to drug manufacturing).
- EU: General Pharmacology (3 ECTS):
- General pharmacokinetics: routes of administration, absorption, distribution, metabolism, elimination, and concepts of applied pharmacokinetics: therapeutic monitoring.
- Pharmacodynamics: mechanisms of action, side effects, drug interactions.
- Factors affecting drug activity: influence of biological rhythms, genetic variability, influence of physiological condition, influence of pathological and/or psychological condition.
- EU: Major pathophysiological areas and associated therapies 1 (6 ECTS).
- Cardiology and cardiovascular diseases (high blood pressure, heart failure, angina, myocardial infarction, atherosclerotic disease).
- Neurology and neurodegenerative diseases related to aging (Alzheimer's, Parkinson's, stroke).
- Pulmonology and respiratory diseases (asthma, COPD, and respiratory failure).
- Hematology and blood disorders (anemia, hemophilia, leukemia).
- Immune system (basic immunology concepts).
Block 3 Skills related to health product argumentation techniques and communication tools
- EU: English, Documentation, and IT Skills (Part 1) (1 ECTS)
- EU: Business tools for promoting health products (Part 1) (7 ECTS):
- Training and careers (Place in the company - Labor law - CV writing - Preparation for interviews and recruitment).
- Applied communication techniques (Traditional medical visits – Pharmacy visits – Remote visits – Visits to healthcare facilities – Face-to-face interviews – Speaking in meetings – Public speaking).
- Applied negotiation techniques (Knowing how to identify needs and respond to them appropriately - Guiding and refocusing the discussion - Developing arguments and negotiating - Handling objections - Engaging the decision-maker - Concluding the discussion and identifying a new opportunity to meet).
- Analysis and monitoring of activities (IT tools - Organization and monitoring of the sector - Documentary sources - Transparency sheets - Recommendations - Product sheets - Sales pitches - Visitor aids developed by the company - Opinion of the transparency commission).
Block 4 Skills related to tools for organizing and monitoring field activities
-EU: Tutored Project (Part 1) (4 ECTS).
SEMESTER 2
Block 1 Scientific and medical knowledge skills
- EU: Major pathophysiological areas and associated therapies 2 (6 ECTS):
- Gastroenterology and digestive disorders (GERD, peptic ulcers, cirrhosis, hepatitis).
- Endocrine disorders (diabetes and thyroid disorders).
- General oncology (colorectal cancer, breast cancer, lymphomas).
- Bacterial and viral infectious diseases (tonsillitis, AIDS, influenza, ear infections, urinary tract infections, sexually transmitted infections).
- Nephrology and kidney diseases (kidney failure and kidney stones).
- Neuropsychiatric disorders (anxiety, depression, manic-depressive psychosis, psychiatric emergencies, suicide, and addictive behaviors).
- Rheumatology and bone disorders (osteoarthritis, arthritis, polyarthritis, spondylitis).
Block 2 Skills related to pharmaceutical and economic regulations governing health products
- EU: Health Products - Ethics and Regulation (7 ECTS):
- Major stages in the life cycle of a drug and health products (Research into new active ingredients - Protection of discoveries - Preclinical and clinical development - Pharmaceutical forms - Biotechnology products - Experimental forms - Medical devices - Dietary supplements - Cosmetic products - Veterinary products).
- Regulations relating to medicines and health products (Registration - Pricing and reimbursement - Prescription and dispensing procedures - Advertising, promotion, and distribution rules - Pharmacovigilance - Medical device vigilance - Nutrivigilance - Cosmetovigilance).
- EU: Organization of the healthcare system and healthcare stakeholders (3 ECTS):
- Healthcare stakeholders (manufacturers, distributors, prescribers, dispensers, paramedical professions, sociology of the medical profession).
- Caregiver-patient relationship and its aspects (education, therapy, cooperation, autonomy, dependence).
- Healthcare facilities/EDS (Definition - Organization of public and private provision - Financing - Healthcare products in healthcare facilities).
- Health economics (Health budget - National expenditure - Cost control - Healthcare and health financing - Budget and financing of health and care facilities - Budget and financing of private sector professionals).
- Organization of health monitoring (regulatory agencies and government departments - pharmacovigilance - pharmacoepidemiology - drug dependence).
Block 3 Skills related to health product argumentation techniques and communication tools
- EU: English, Documentation, and Technical Skills (Part 2) (2 ECTS)
- EU: Professional tools for promoting health products (Part 2) (2ECTS):
- Training and careers (Place in the company - Labor law - CV writing - Preparation for interviews and recruitment).
- Applied communication techniques (Traditional medical visits – Pharmacy visits – Remote visits – Visits to healthcare facilities – Face-to-face interviews – Speaking in meetings – Public speaking).
- Applied negotiation techniques (Knowing how to identify needs and respond to them appropriately - Guiding and refocusing the discussion - Developing arguments and negotiating - Handling objections - Engaging the decision-maker - Concluding the discussion and identifying a new opportunity to meet).
- Analysis and monitoring of activities (IT tools - Organization and monitoring of the sector - Documentary sources - Transparency sheets - Recommendations - Product sheets - Sales pitches - Visitor aids developed by the company - Opinion of the transparency commission).
Block 4 SKILLS RELATED TO TOOLS FOR ORGANIZING AND MONITORING FIELD ACTIVITIES
- EU: Supervised Project (Part 2) (4 ECTS).
Individual work on a topic related to a pathology linked to a major public health issue. The issue may concern a drug or class of drugs, a medical device, or medical practices (writing a thesis and oral defense).
- UE10: Internship or work placement lasting at least 14 weeks (12 ECTS).
Admission
Admission requirements
-
Applications must be submitted online:
https://pharmacie.edu.umontpellier.fr/scolarite/admissions/
Note: Applicants who do not meet the prerequisites (high school diploma + 2 years of validated higher education) should contact the Continuing Education Department at the University of Montpellier (sfc @ umontpellier.fr) in order to compile their professional experience validation (VAP) file.
- Recruitment pool:
- Two years of validated higher education (BTS, DUT) or through validation of studies (preferably in the life sciences or health sector). Access is also possible for holders of two years of non-scientific higher education, as a refresher module in biology is provided.
- Bachelor's degree + validation of professional experience (VAP, VAE). The categories of employees likely to be interested are pharmacy technicians, nurses, dental assistants, and technical sales representatives. Any candidate with at least three years' experience in a professional sector similar to that of medical sales (professionals from the fields of health, commerce, or communication) may submit a VAE application.
- The admission procedure consists of two steps:
- First stage: selection of candidates based on their application.
- Second stage: individual interview on the candidate's motivation and career plans by a selection committee at the start of the professional bachelor's degree program (committee composed of teachers from the program and professionals in the promotion of medicines and health products).
- Candidates must have a driver's license.
Target audience
Access to the license is possible through initial training and continuing education.
- In initial training, the bachelor's degree is intended for students who have completed a level L2 in a fundamental bachelor's degree (120 ECTS), a University Technology Diploma (DUT) or a Higher Technician's Certificate (BTS) in the field of health, life sciences, business, or communication. The bachelor's degree is also open to holders of a BAC + BP in Pharmacy Preparation (after validation of professional experience).
- Continuing education is available to professionals with a high school diploma plus two years of validated higher education or a high school diploma plus validated professional experience (candidates who can demonstrate at least three years of professional experience in the health, scientific, or commercial sector). Access is also available to individuals on individual training leave, on professional training contracts, or self-financing individuals undergoing professional retraining.
Mandatory prerequisites
Two years of post-secondary education completed (BTS, DUT, L2).
And after
Continuing education
This training program is vocational in nature and does not lead to further studies.
Professional integration
The program prepares graduates for careers in the following positions: pharmaceutical sales representative (APM), medical information representative, hospital medical representative, medical-pharmaceutical representative, health product information advisor, pharmaceutical representative, and health product facilitator and trainer. Graduates work for pharmaceutical companies, medical device or medical equipment companies, companies that develop health products (cosmetics, dietary supplements, veterinary products, dental care products, etc.) in medical offices, hospitals, clinics, healthcare facilities, or pharmacies. Graduates may also be recruited by public sector organizations to work as health insurance representatives (DAM) or by home healthcare providers to coordinate healthcare professionals in the overall care of patients requiring home care.